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- W2759951979 abstract "There is a need to develop the upward influence (UI) theory further by understanding the individual effects of soft, hard, and rational tactics on managerial decision making. Agents or subordinates employ UI to fulfill their goals. The target either commits, or complies, or resists the agent's request. Target's responses are dependent on certain mediating variables which represent his/her feelings and perceptions mainly formed on the basis of UI tactics. Agents usually employ UI tactics in combination, and the decision maker's response depends on the interplay of mediating variables. The model developed in this paper integrates the past research and presents an interactive model which explains the combined effect as well." @default.
- W2759951979 created "2017-10-06" @default.
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- W2759951979 date "2017-07-01" @default.
- W2759951979 modified "2023-09-27" @default.
- W2759951979 title "Effect of Employee’s Upward Influence Tactics on Managerial Decision Making" @default.
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